One of the worries of many new start-ups is how to find new business and/or how to meet the right people to help them in their new endeavors. This is often called "networking" - but there is much more to it than that.
When you engage in networking you are most often attending events or meetings, where you will come in contact with other business professionals who can help introduce you to possible clients/customers, or who may, themselves, be interested in your work. This is why it's a good idea to join specific groups such as BNI (Business Networking International) or our local RPCN (Rochester Professional Consultants Network). It's also a good reason to attend luncheon events at groups you do not belong to but that may have members you'd like to network with - one example is RAMA, the Rochester Chapter of the American Marketing Association.
But, here's the key: you must be a leader at these networking groups and events. You must dress the role of a leader and act the role of a leader. Be proactive, don't wait for others to approach you. Be the first to start a converstion, shake hands, join a group already talking about business, it doesn't matter what business.
Being a leader at these events means knowing your audience well enough to know how to dress: if you're a woman, is a skirt necessary (even today, women in skirts and dresses, always professionally done, present a memorable vision); is a suit necessary (most women and men wear at least a jacket, with pockets for business cards); or is the event casual enough to dress down, so you don't look out of place?
After dressing for success, you must portray confidence. You must have a strong handshake, make eye contact, and smile. Practice at home, if you need to. Learn to be a good listener. Good leaders are great listeners. Don't interrupt but don't let a point go by without comment, if you feel you have something worthwhile to share.
By practicing good leadership skills, you'll present a strong, confident, approachable presence and people will not only want to do business with you, they will refer you to friends.
The concept of "conceive it, believe it, achieve it" put forth by Zig Ziglar is based on those good leadership skills. Practice them daily, and get out in front of people, face to face.
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